1. Intelisys Proprietary
12/26/2018
The Terrapin Method a consultative approach to selling the cloud Sales Tools
December 2012
12/26/2018
Intelisys Proprietary
Terrapin Solutions Proprietary

2. The C-Level Cloud Conversation
Conversation Starters
“We’re finding lots of businesses are struggling with how they embrace new technology while at the same time controlling or cutting costs. How have you been dealing with that challenge?
“We’re seeing a big increase in buzz around the Cloud. But with that, we’re seeing a lot of confusion. Have you begun developing your Cloud strategy as a business?
“With this big rush to the Cloud, we’re seeing lots of business pain caused by poorly designed solutions and poor planning and execution. Have you had any bad experiences with Cloud yet?”
“Most businesses we’re talking to have already been using Cloud technologies for some time. Is that case with you? What Cloud services are you already using?
“Has technology proven to be an impediment to growth or an enabler of growth for your business?
“When you consider your employee base, what’s their view of how technology is being utilized in the business? Too advanced? Not advanced enough?
“In your budget planning process, what technology areas are you being told you need to spend dollars on in the next 6 to 18 months?”
Engagement Questions
“We’re spending a lot of time helping business leaders figure out how Cloud technologies might be able to drive down costs and increase efficiencies. Have you had someone take a hard look at that yet?”
“We’ve certainly found that Cloud is not for everyone. That’s why we follow such a consultative process when working with clients. If it can’t drive significant business improvement while at the same time being hard-dollar financially justified, we don’t ask our customers to move forward. At the end of the day, its all pretty simple. Would it make sense for us to look at how Cloud could impact your business?”
“We’d be happy to do a deep dive on your business and see where we might find ways that Cloud can help solve problems. Other than yourself who else in your organization would you want me to talk with?”
12/26/2018
Intelisys Proprietary

3. The C-Level Cloud Conversation
Tips
Tips:
CEOs enjoy talking about what makes their business unique…focus on that.
Focus on being a business consultant and not a salesperson.
Goal is to get the appointment, not sell a solution.
Agree to introduce customer to a process, not sell them a service.
Traps to Avoid
Traps:
Going in too much detail selling features prior to understanding fully the customer’s environment, requirements and expectations.
Convincing the customer to go with our solution too early in the process.
Approaching each customer the same way.
Formulating the final solution prior to completing the Discovery process.
Getting caught in providing a price or cost to the customer prior to understanding requirements.
Leaving without scheduling the next meeting.
Selling a solution.
Convincing the customer of the value of the solution.
Getting caught up in handling an objection by discussing aspects of the solution rather than aspects of the objection.
12/26/2018
Intelisys Proprietary

4. Glossary of Cloud Terms
Common Cloud Terms
Server – a higher capacity/performance computer that multiple people can access.
Client-server – software designed to sit on a server that is utilized by other individual computer users.
Firewall – a device that protects a local computer network from outside malicious network attacks or viruses.
Router – the box that sits between the LAN and the WAN that knows all devices on the LAN and quickly sends traffic over the internet or WAN
LAN – the Local Area Network – the actual network that users at a specific office sit on and communicate over with computers.
WAN – the Wide Area Network – the private or public connections that connect multiple offices together for voice and data communication.
SAN – a Storage Area Network – a device that typically sits on a LAN that provides common secure storage for all users in a network
Terminal – a monitor and keyboard that communicates back to a central computing device, like a server.
Thin-client – a terminal-like device that also looks and feels exactly like a full PC, but with all the applications, storage and computing happening on another server.
Virtual Machine (VM) – a larger server can be segmented into many virtual servers, or virtual machines. A VM operates exactly like a dedicated server, but sits on a larger secure shared machine.
SaaS – Software as a Service, i.e., Salesforce.com, your online banking service, etc.
IaaS – Infrastructure as a Service – the racks, virtual machines, data storage, etc., that sits in a cloud environment and is provided as a monthly service.
12/26/2018
Intelisys Proprietary

5. Intelisys Proprietary
Cloud FAQ
What is the Cloud?
The Cloud is a concept that involves moving your complex technology out of your back office and hosting it in high-availability, geographically redundant datacenters, then renting that technology back to you very much like a utility. The Cloud is purpose-built to drive down capital expense and provide improved access from anywhere, from any device.
How much does it cost?
Our Cloud solutions are highly customized to fit the unique needs of your business. Although pricing can vary greatly based on requirements, it is the general goal of our consultative process to move you to the Cloud without increasing your current Total Cost of Ownership. In many cases, we may be able to drive down your TCO.
Does it cost me more long term?
We view the costs of technology, either traditional deployments or Cloud services, from the perspective of Total Cost of Ownership over an extended period of time. As a general rule, we’re able to move a customer to the Cloud without increasing their TCO, while at the same time dramatically improving availability, performance and accessibility to mobile users. The savings that can be realized by eliminating future technology refreshes can be substantial as well.
I’ve heard the Cloud is not secure. How have you addressed security?
Certainly security is a well-founded concern when it comes to many Cloud offerings. There have been well-documented cases of security breaches with highly-visible, public Cloud offerings. However, we have engineered a completely different set of private Cloud services that are designed from the ground up to be more secure than traditional deployments. Our services are fully compliant with HIPPA and FINRA and our housed in SAS70 Type 2 facilities, which exceeds the highest security standards in the industry.
What if your “Cloud” goes down? Isn’t all my data there?
We recognize the critical nature of our customer’s data and applications. We have built our data centers and Cloud infrastructure to be more reliable and available than any traditional deployment could ever insure. With three geographically redundant data centers, we’re able to fail over automatically to mirrored sites in seconds, even in the case of a catastrophic failure. This has been a top priority in the design of our Cloud solutions.
Are there certain parts of our technology that can’t be moved to the Cloud?
There are important elements of your local area network that will always stay onsite and cannot move to the Cloud. Examples would include your internet router, possibly your internet firewall, Ethernet switches, and of course your local workstations and laptops. However, most everything else can be migrated to the Cloud. The bigger question is, how is that migration accomplished? Our data migration team will develop a custom Cloud migration plan for your business that accounts for minimal disruption.
12/26/2018
Intelisys Proprietary

6. Intelisys Proprietary
Objection Handling
Security
“That’s a great question. You are absolutely correct to be concerned about security in the cloud. There are a lot of cloud solutions that have not been engineered for rock-solid security. We are different. We made the investment in engineering a solution that meets the highest levels of security available. As an example, we either meet or exceed every security requirement of the largest financial institutions, like Charles Schwab and Bank of America. If security is a priority of yours, its important you don’t trust your cloud services to a provider who has not engineered this correctly. We have.
Loss of Control
“I completely understand how you feel when it comes to control, or losing control. Many of our customers shared that same concern…they feared that if they move their core data to the cloud, they risk losing control of their most important assets. What we’ve found though is that moving to the Cloud actually improved and increased control. In the Cloud, customers found they could now provision new users faster, apply more security protections, and back up data with more ease and speed. If maintaining or increasing your control over technology is important, you absolutely need to be in the Cloud.”
Data Loss
“Moving your data to the Cloud may suggest it is somehow at more risk, but ironically, the Cloud provides dramatically better security against data loss. Most companies rely on backing up local servers to external drives or tapes or discs, and then rotating that data offsite on a regular schedule. That process is very dependent on human interaction and prone to errors. With us, your data is backed up every day, multiple times a day, automatically, without you doing anything. In our Cloud, you never have to fear about data being lost.”
“Protecting yourself from data loss is perhaps the single biggest reason for moving to the Cloud. Think about how your data is backed up today. Today, your data sits on individual PCs & servers, and especially on laptops that are prone to loss, damage or theft. The Cloud kills this problem forever. Because data is backed up every day, multiple times per day, automatically, you never have to fear what a stolen laptop, or a destroyed server might mean to your business. Your data is always there, no matter what.”
Redundancy/Backup
“You should be definitely be asking this question of any Cloud services company you’re talking to. Redundancy is a big deal for Us. Most cloud providers house your data in single data centers…not us. We have 3 world-class data centers that we own that are geographically redundant. We actively replicate all of our data between those data centers, so if one was to fail, the other two would take over immediately. We’ve made this enormous investment in our diverse and redundant network so that you don’t have to.”
12/26/2018
Intelisys Proprietary

7. Intelisys Proprietary
Objection Handling
Local Access/Storage
“If data is stored locally, then it has to be backed up locally. That’s difficult and costly to do, and frankly is rarely done consistently. Data storage belongs in the Cloud where storage is far more cost-effective but also far more available and reliable. Data backup is not something you should have to think about. In the Cloud, your data is backed up in a constant, full-proof fashion. You can sleep easy knowing you’re never going to lose that critical data.”
Data Migration
“The Cloud is a great idea, but there is a lot of confusion on how you “get from here to there”. How do you get your data to the Cloud to start? The answer is different for every company as every company has unique needs and environments. We have a team dedicated to the data migration needs of our customers. We’ll review your existing data storage specifics and design a custom migration plan that moves all your data to the cloud without sacrificing the integrity of that data.”
Equipment Failure
“You’re right to be concerned about equipment failure. Equipment fails…that is a fact of technology. That is why we have engineered in redundancy with every one of our key pieces of equipment in our data centers. Simply put, if one box fails, we have multiple stand-bys. We’ve built in a “ridiculous level of redundancy” that would be completely impractical for you to build on your own. We’ve made the investment so you don’t have to.”
Offline Access to Data
“This is a common request from many of our customers. We absolutely can provide you offline access to your critical data so that when you’re not connected, you can still get work done. The good news is, in today’s world, we’re finding you can connect from just about anywhere, at speeds needed to access the Cloud effectively. But in the remote case you can’t, we’ve got you covered.”
12/26/2018
Intelisys Proprietary